- Hey gang
First, thanks for the questions,
I appreciate hearing from you all,
and got some good ones, and I appreciate the discussion.
Got one today from someone in the professional
services space, a contractor, that shared some
frustration, they weren't winning as much business
with their bids, as he thought they should,
and we brainstormed a little bit.
The conversation really applies to professional
services in general, so I wanted to share three
of the areas that we talked about,
in case it helps you with your preparation.
So, really contractors, construction, engineering
in various forms, surveying, anything that requires
you to respond to an RFP, put together a bid,
put together a deck to try to sell your business,
either to folks you're familiar with,
bust most likely folks you're not,
to try and grow your business and get more revenue.
So, the three things that we talked about was
committee decisions, proof, and adding value,
and I'll go through those three now,
and kind of explain.
So, the first thing is committee decisions.
More than likely, most likely actually,
the decisions that you are going to be pitching to
are being made by more than one person,
there's a committee, there's a group of people involved
in the decision making process,
of earning the business, winning the business,
deciding who gets the business.
And inside that committee, inside that group,
are going to be people that you can probably identify
that process, receive, and look at information
in different ways.
Make sure that the materials you put together,
either specifically for the bid or the RFP,
or in general representing your company,
your website, your printed materials, your social media
accounts and whatnot, understand and talk to
the different ways in which those people are looking
for information, process information, want to see
the information.
And how do you find that out?
Well, I bet if you comb through the experiences that you've
had, both in pitching your business, or in working
with clients and customers, you can see and recall
a few different types of people in which
the way they looked at information, asked questions
and processed what you were sharing varied from each other.
You can probably categorize those into
two or three, or maybe four types of groups.
Visual people, detail people, statistics people,
emotional people, thinkers, feelers, that kind of thing.
When you put together your website, your printed materials,
and your pitch, in your proposals, keep in mind that
those folks are going to be looking for the information
in ways that matter most to them, and so the more
prepared you are with your information,
the more persuasive you can be in making your
business case.
Don't forget the obvious.
I know that you eat, sleep, breathe your business,
but they don't.
They probably don't know as much about your business
as you think they do, or think they should.
So, don't forget to remind them of the obvious,
the who, what, when, where and why of your business.
Start at that foundation so when you build the specifics
in answering what their looking for,
they understand the totality of your business,
and all of the things that they can bring to the table,
the special story, whatever makes you unique.
Don't forget to add that, because chances are
as many people as you think should know, do not.
Second is proof.
So, testimonials are important, project case studies
are important, reviews are important, right?
It's okay and encouraged to ask people you've done business
with to leave reviews, hopefully positive ones,
on Google reviews, social reviews, industry boards,
written letters of testimonials.
Don't forget, often times we get busy, as professional
service providers, we get busy in just doing
the business, right?
In following through, in doing what we said we were
going to do, and when we're done, we breathe a sigh
of relief and move onto the next one.
That's what we do, that's what we're programmed to do,
in fact, that's what they're paying you to do, right?
It's okay to pause, and ask for some feedback,
ask for a letter, ask for reviews, so that you can
build that library.
And the more diverse that library is, in terms of
business types, business sectors, types of projects,
size of projects, better prepared you'll be to
make a better business case for your business,
as you go into the next opportunity.
And the last thing I want to say is don't forget
the additional thoughts and creativity.
Oftentimes, bids and RFPs are highly specific, right?
And you, like every other business, is going to
answer their line-by-line questions, and provide
a line-by-line bid as to what you are providing do,
or looking to do.
It's okay to also add, hey listen there's a couple
other ways in which we've done this, that maybe faster,
cheaper, better looking, maybe it's more expensive,
but it's more advanced and has a better aesthetic.
Maybe there's some creative process that you can
bring to them, or have seen that you can bring,
that wasn't mentioned and probably won't be in the
other proposals.
First and foremost, you want to answer the basics.
You want to cover your basics and answer the questions
provided and provide the information requested,
but beyond that, showing the little extra thought
in bringing fresh ideas is a good way for your to
make impact with a group that's looking at the same
old answers from different companies, right?
So, remember, committee decisions, have different
people that process information differently,
so be persuasive in how you're telling your story,
but be prepared by knowing how those people
receive information, process information,
and what information they're looking for,
and tuck that away in your website and your printed material
Remember that, a lot of people are doing homework
on companies, your company, that you may not needn't be
aware of.
You don't have to know they're there anymore,
the world we live in with the digital age, with so much
information out there, that you don't even
have to know they're looking at them.
So what are they seeing when they're looking for you?
Number two, don't forget to proof, testimonials,
case studies, reviews, and make sure it's diverse
so you can be ready and have that library ready,
and before you move on to the next project,
pause for a second, and do a debrief on the project,
and ask for a letter and a review from those folks.
It'll serve you well later.
And additional thoughts and fresh ideas are
always welcome, even though they may not be asked
for in the RFP, we all want to know that people
are thinking about us, right?
And they're going to hire you to solve a problem,
why not show that you can not only solve the problem
they're asking for, but bring some additional perspective
to the table as their partner.
Hey listen, shoot me a question if you have it,
love having the discussions, I hope this helps you,
if you're in the professional services field,
do better with your bids and RFPs.
Talk to you soon.
For more infomation >> Volkswagen Passat 1.6 Trendline Cruise control trekhaak! - Duration: 1:05. 
For more infomation >> Audi Q2 1.0 TFSI 116pk s-tronic #limited - Duration: 1:06. 
For more infomation >> Đi thăm bẫy cua cá ngày nắng to - Nguyên Ngô Share - Duration: 13:41. 
For more infomation >> Audi A6 Avant 40 TDI Sport Launch edition 204 pk S tronic (vsb 21173) - Duration: 0:55. 
For more infomation >> Telegram, la fabrique de (fake) news - ARTE - Duration: 5:13. 
For more infomation >> Mercedes-Benz E-Klasse E 220 d Limousine Automaat Business Solution - Duration: 1:11. 
For more infomation >> Mercedes-Benz GLC-Klasse GLC 250 d 4MATIC Automaat Sport Edition - Duration: 1:10. 
For more infomation >> Midterms 2018 : qui va gagner les élections américaines ? - Duration: 4:48. 
For more infomation >> Kia cee'd Sportswagon 1.6 CRDI BUSINESS DYNAMICLINE / LED / NAVI / PDC / LM-VELGEN / AIRCO-ECC / CRU - Duration: 0:54. 
For more infomation >> Mercedes-Benz B-Klasse 180 d Ambition Line Style - Duration: 1:12. 
For more infomation >> [URGENT]- You Should See This -[URGENT] - Duration: 0:54. 
For more infomation >> KAI4 - Derdin Ne - Duration: 3:34. 
For more infomation >> Danse avec les stars : l'affront de Pamela Anderson à son compagnon Adil Rami - Duration: 6:50. 
For more infomation >> Comment avoir plus de likes sur ses publicités Facebook - Duration: 5:53. 
For more infomation >> Je suis contre les meilleurs Tricheurs du monde - Duration: 0:32. 
For more infomation >> Comment attirer plus de clients dans mon restaurant? (9 CONSEILS) - Duration: 15:42. 
For more infomation >> 인도네시아 공군이 미국의 중고 F-16 전투기 도입할 거라는 이유 ? - Duration: 10:28. 
For more infomation >> 인도네시아 공군이 미국의 중고 F-16 전투기 도입할 거라는 이유 ? - Duration: 10:33. 
For more infomation >> Lexus IS 300h F Sport Line schuif-kanteldak - Duration: 1:13. 
For more infomation >> After Omitting US Flag on Moon, 'First Man' Takes Beating at Box Office - Duration: 4:00. 
For more infomation >> Lexus RC 300h F SPORT Line - Duration: 1:14. 
No comments:
Post a Comment